SELLING SMART WORKSHOP:
PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS
Joe Marr –
Sandler Training Ann Arbor
SELLING SMART WORKSHOP:
BOARD OF DIRECTORS:
Maya Adrine–
Golden Limousine International, Inc.
Greg Peters –
The Reluctant ...
SELLING SMART WORKSHOP:
FORMAT
Workshop 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 1...
SELLING SMART WORKSHOP TODAY:
PSYCHOLOGY AND SELLING: APPLYING
TRANSACTIONAL ANALYSIS
Workshop : Our personality is shaped...
APPLYING TRANSACTIONAL
ANALYSIS TO SALES
3 BIG IDEAS
1. We all carry childhood programming
2. Awareness of Transactional Analysis ego states helps us avoid
program...
RULE
“In sales, leave your
mother and your 6 year old
in the car.”
DISCUSSION
What does it mean?
Why does it matter?
How have you applied TA in sales?
TA EGO STATES
P
A
C
THE PARENT
• Programmed script
• Rules and regulations for life
• The Parent says: "You should..."
• CP: Scolding, punishi...
THE ADAPTED CHILD
• Emotional responses "replayed“
• Compliant, guilty, fearful, needy
• AC responses a source of "bad mor...
THE NATURAL CHILD
• “I want”
• Intuitive "child"
• Spontaneity, joy, surprise, amazement,
exuberance, love
• Decides who t...
THE ADULT
• Logical
• Estimates probabilities
• Broadens perspective
• Dispassionate /objective
• Without emotional bias
•...
TRANSACTIONS
P
A
C
P
A
C
TA PRACTICUM
Can you relate TA to these Sandler Rules?
Selling is a Broadway play
performed by a psychiatrist.
Sandler Rule
The problem the prospect
brings you is never the real
problem.
Sandler Rule
Sales is no way to get your
emotional needs met…
Sandler Rule
Nurture, Nurture, NURTURE!
Sandler Rule
I’m financially independent,
and I don’t need the business.
Sandler Rule
When under attack, fall back.
Sandler Rule
You don’t have to like cold calls,
you only have to make them.
Sandler Rule
When setting appointments,
always get invited in - NO
BEGGING!
Sandler Rule
Never become emotionally
involved in a sales call.
Sandler Rule
Never make a move without
a commitment.
Sandler Rule
3 BIG IDEAS
1. We all carry childhood programming
2. Awareness of Transactional Analysis ego states helps us avoid
program...
QUESTIONS FOR THE PANEL
On break take a moment to write questions for the panel about:
The workshop
The panelists applicat...
SELLING SMART WORKSHOP:
PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL
ANALYSIS
Joe Marr –
Sandler Training Ann Arbor
LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
 Questions – “Q”
 Speaking Opportunities – “S”
 Contact ...
Selling Smart: Transactional Analysis and the Psychology of Sales
Selling Smart: Transactional Analysis and the Psychology of Sales
Selling Smart: Transactional Analysis and the Psychology of Sales
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Selling Smart: Transactional Analysis and the Psychology of Sales

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Selling Smart: Transactional Analysis and the Psychology of Sales

  1. 1. SELLING SMART WORKSHOP: PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS Joe Marr – Sandler Training Ann Arbor
  2. 2. SELLING SMART WORKSHOP: BOARD OF DIRECTORS: Maya Adrine– Golden Limousine International, Inc. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
  3. 3. SELLING SMART WORKSHOP: FORMAT Workshop 9 – 10 am: Interactive Training Session Addressing Common Challenges Panel Q & A 10 – 11 am Application of TA Specific challenges in your business Anything
  4. 4. SELLING SMART WORKSHOP TODAY: PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS Workshop : Our personality is shaped by childhood programming and impacts selling success. How to identify programmed, non- productive behavior and replace it with productive behavior. Panel Q & A : How transactional analysis works, real-world
  5. 5. APPLYING TRANSACTIONAL ANALYSIS TO SALES
  6. 6. 3 BIG IDEAS 1. We all carry childhood programming 2. Awareness of Transactional Analysis ego states helps us avoid programming pitfalls 3. Nurturing Parent and Adult Ego States are most effective:  Higher credibility  Deeper bonding / trust  Stronger relationships
  7. 7. RULE “In sales, leave your mother and your 6 year old in the car.”
  8. 8. DISCUSSION What does it mean? Why does it matter? How have you applied TA in sales?
  9. 9. TA EGO STATES P A C
  10. 10. THE PARENT • Programmed script • Rules and regulations for life • The Parent says: "You should..." • CP: Scolding, punishing, controlling, judging • NP: Nurturing, encouraging, defending
  11. 11. THE ADAPTED CHILD • Emotional responses "replayed“ • Compliant, guilty, fearful, needy • AC responses a source of "bad morale“ • NP + AC = risk averse
  12. 12. THE NATURAL CHILD • “I want” • Intuitive "child" • Spontaneity, joy, surprise, amazement, exuberance, love • Decides who to trust • A + NC in sync = achievement
  13. 13. THE ADULT • Logical • Estimates probabilities • Broadens perspective • Dispassionate /objective • Without emotional bias • Data processor / Reviser
  14. 14. TRANSACTIONS P A C P A C
  15. 15. TA PRACTICUM Can you relate TA to these Sandler Rules?
  16. 16. Selling is a Broadway play performed by a psychiatrist. Sandler Rule
  17. 17. The problem the prospect brings you is never the real problem. Sandler Rule
  18. 18. Sales is no way to get your emotional needs met… Sandler Rule
  19. 19. Nurture, Nurture, NURTURE! Sandler Rule
  20. 20. I’m financially independent, and I don’t need the business. Sandler Rule
  21. 21. When under attack, fall back. Sandler Rule
  22. 22. You don’t have to like cold calls, you only have to make them. Sandler Rule
  23. 23. When setting appointments, always get invited in - NO BEGGING! Sandler Rule
  24. 24. Never become emotionally involved in a sales call. Sandler Rule
  25. 25. Never make a move without a commitment. Sandler Rule
  26. 26. 3 BIG IDEAS 1. We all carry childhood programming 2. Awareness of Transactional Analysis ego states helps us avoid programming pitfalls 3. Nurturing Parent and Adult Ego States are most effective:  Higher credibility  Deeper bonding / trust  Stronger relationships
  27. 27. QUESTIONS FOR THE PANEL On break take a moment to write questions for the panel about: The workshop The panelists application of tactics Specific challenges in your business Anything
  28. 28. SELLING SMART WORKSHOP: PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS Joe Marr – Sandler Training Ann Arbor
  29. 29. LESSONS LEARNED One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle (Free e-book, too!)

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